SaaS Therapy

Check-in: Using MEDDPICC to keep a pulse on retention health

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Our Friday re-cap of MEDDPICC, the framework for understanding and predicting the likelihood of a sale or renewal. Today, Casey reminds listeners of the key parts of MEDDPICC and how to start putting the framework into action.

Takeaways

  • MEDDPICC is a methodology to help customer success managers and sales reps understand the likelihood of customer renewal.
  • Champions within customer organizations are crucial for fighting for renewal or purchase.
  • Criteria for identifying a champion include access to the economic buyer, respect and influence within the organization, active selling on your behalf, and a personal interest in your software.
  • Listeners are encouraged to evaluate their customer relationships and improve them.

    • Resources

    ⁠⁠⁠⁠⁠Connect with Casey⁠⁠⁠⁠⁠

    ⁠⁠⁠⁠⁠Connect with Todd⁠⁠⁠⁠⁠

    ⁠⁠⁠⁠⁠Visit the show page⁠⁠⁠⁠⁠

    ⁠⁠⁠⁠⁠Get to know BrainStorm⁠⁠⁠⁠

    Credits

    Show direction: ⁠⁠⁠⁠Debra Wilson⁠⁠⁠⁠

    Show design: ⁠⁠⁠⁠Kensie Smith⁠⁠⁠


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